Retail trade incentives: how tobacco industry practices compare with those of other industries

Am J Public Health. 1999 Oct;89(10):1564-6. doi: 10.2105/ajph.89.10.1564.


Objectives: This study compared the incentive payments for premium shelf space and discounts on volume purchases paid to retailers by 5 types of companies.

Methods: Merchants were interviewed at 108 randomly selected small retail outlets that sell tobacco in Santa Clara County, California.

Results: Significantly more retailers reported receiving slotting/display allowances for tobacco (62.4%) than for any other product type. An average store participating in a retailer incentive program received approximately $3157 annually from all sampled product types, of which approximately $2462 (78%) came from tobacco companies.

Conclusions: Future research should assess the impact of tobacco industry incentive programs on the in-store marketing and sales practices of retailers.

Publication types

  • Research Support, Non-U.S. Gov't

MeSH terms

  • Advertising*
  • California
  • Commerce*
  • Cross-Sectional Studies
  • Humans
  • Interinstitutional Relations
  • Motivation
  • Smoking Prevention*
  • Statistics, Nonparametric
  • Tobacco Industry*